Timing is Almost Everything

Article five of our “The 6 ‘W’s’ of Production Print Workflow” series, focusing on the who, what, why, where, when and how’s of production print and part of our “Production Print Workflow Education Series” to understand Production Print Workflow.

In some of our previous “Six W’s of Production Print” series, we learned about the different kinds of organizations that can benefit from their own production print solutions, whatkind of problems they can solve, and where dealers should look for sales opportunities in the production print space. Indeed, the dealer who knows precisely what to look for and where to find it is well on their way to a successful venture in the production printing space. But knowing where to look and what to say is only part of the equation for converting more sales. You also need to know when it’s a good time to talk.

So, when is the best time to talk to customers about production print? The short answer is, always. Don’t limit your conversations to just when equipment is up for a lease renewal.  Frequently interacting with customers and maintaining an ongoing conversation about workflows and solutions helps to build a strong bond while learning more about their problems. Based on the rocks you turn over throughout the course of a yearlong dialogue, you might be able to find a way to use something like a Web to print workflow solution as a means to justify the purchase of a new printer and/or increased print volumes.


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